General information

All posting locations: Remote, Pennsylvania, United States of America

Job Function: 01 - Sales

Date Published: 18-Jan-2023

Ref #: R-57236

Base Salary Range: $72,400.00 - $90,500.00

Target Total Cash Range: $94,120.00 - $117,650.00

Target Total Cash: *Target total cash represents this role's annualized cash earning potential at target (base salary + target bonus). Target total cash is contingent on targeted company performance achievement and individual attainment of performance goals. Therefore, target total cash is not guaranteed earnings.

Compensation Disclaimer: The compensation offered will take into account internal equity and also may vary depending on the candidate’s geographic region, job-related knowledge, skills, and experience among other factors.

Description & Requirements

The Territory Business Manager (“TBM”) is a critical front-line sales role responsible for covering a specific geographic market and driving Kraft Heinz market share & profit. This is not a traditional sales role. We are searching for a candidate who shows a high level of ownership for their business and is adept at selling solutions and has a consistent record to win new business. We are seeking a candidate who is eager to trail-blazer- influencer- and activator with internal and external key partners from the first day on the job. This role reports to the Regional Sales Manager.

Due to customer connectivity- we require this role to be based in Virginia- Maryland or Eastern West Virginia.

  • The Foodservice TBM is responsible for a geographic market in the Field sales organization- passionate about driving branded market share and profit
  • Drive the business against all aspects of the Foodservice TBM playbook
  • Drive profitable sales and execution plans with local distributors and operators
  • Drive penetration of high priority SKUs (strategic/branded and profit oriented)
  • Identify and handle a robust pipeline of high-value opportunities (distributors and operators) with support of Sales Ops & Planning team
  • Lead the bottom-up sales planning process for assigned territory and build effective proposals- based on customer needs- insights- and the customer's decision criteria
  • Responsible for the end-to-end selling process – generating interest- establishing new business- and maintaining current business
  • Deliver on assigned distributor & operator revenue targets- and the sales incentive plan (“SIP”)
  • Control both Trade Budgets tied to both distributors and operators
  • Handle business and travel budgets
  • Follow the Foodservice Playbook
  • Conduct at least 16 quality calls per week (as defined)
  • Work through the stated quarterly & annual priorities - especially sales & marketing (e.g.- Limited time offer activations- new innovations- etc.)
  • Support our Sales Ops & Planning team by accurately forecasting business product demands through timely volume submission forms (“VSF”)- e.g.- a VSF for each reported win (new and renewals)
  • Establish Joint Business Plans with all Distributors and ensure regular JBP reviews and actions are completed
  • Support the “Order to Cash” process. Assist Customer Service in management of Distributor Orders- aid in resolving Invoice Payment discrepancies/deductions issues- etc.


  • Bachelor's degree preferred or relevant field sales/retail experience
  • Sales experience required with a demonstration of territory management resulting in profitable volume- customer penetration- attainment of new customers and growth.
  • Experience in restaurant- culinary- and/or distributor industry preferred.
  • Knowledgeable with strong business intuition shown by discernment that not every sales opportunity is equal and a track record of securing profitable volume and walking away from less profitable deals.
  • Strong analytical skills validated by previous experience using systems for governing and recording sales- effective business planning and data-driven strategy for maintaining current and securing new customers.
  • Effective communication skills- both verbal and written- shown by presentation- influence- and negotiation with internal and external partners.
  • Overnight Travel is required- and the amount varies by territory.
  • Ability to lift to 50 pounds
  • Proficiency with Microsoft Excel- PowerPoint- Outlook- and our CRM system (
  • Ability to adapt selling skills to virtual platforms (MS Teams- Zoom- Google Meets- FaceTime- etc.) and deliver on those expectations.

Arlington- VA; Washington D.C.; Martingsburg- WV

About Us

The Kraft Heinz Company is one of the largest food and beverage companies in the world, with eight $1 billion+ brands and global sales of approximately $25 billion. We’re a globally trusted producer of high-quality, great-tasting, and nutritious foods for over 150 years. Our brands are truly global, with products produced and marketed in over 40 countries. These beloved products include condiments and sauces, cheese and dairy, meals, meats, refreshment beverages, coffee, infant and nutrition products, and numerous other grocery products in a portfolio of more than 200 legacy and emerging brands.

No matter the brand, we’re united under one vision: To sustainably grow by delighting more consumers globally. Bringing this vision to life is our team of 39,000+ food lovers, creative thinkers, and high performers worldwide. Together, we help provide meals to those in need through our global partnership with Rise Against Hunger. We also stand committed to responsible, sustainable practices that extend to every facet of our business, our consumers, and our communities. Every day, we’re transforming the food industry with bold thinking and unprecedented results. If you share our passion – and are ready to create the future, build a legacy, and lead as a global citizen – there’s only one thing to do: join our table and let’s make life delicious!

Our Culture of Ownership, Meritocracy and Collaboration

We're not afraid to think differently. Embrace new ideas. Dream big. We empower our people at every level – from entry-level intern to senior leader – to own their work. We share a responsibility to think like Owners – to be mindful of the collective and sustained success of Kraft Heinz – which we apply to every situation, every day.

As part of Kraft Heinz, you're supported to grow and achieve. You’re expected to bring your authentic self to work every day, to lead with humility, and drive outstanding performance at every level – and you’ll be rewarded. You’re given opportunities to leave a mark and build a legacy. But you won’t do it alone. You’re supported by passionate teammates along the way, and our collective, collaborative spirit fuels our incredible progress.

Vaccination & Office Collaboration Expectations

Our highest priority is always the health, wellbeing, and safety of our Kraft Heinz family. We require our office-based, home-based, R&D, and sales team members to be fully vaccinated against COVID-19, unless approved for a medical or religious accommodation.

We believe our office environment fuels our collaboration, connection & community as an organization and allows our employees to grow toward greatness. We also believe providing a more flexible and agile model is essential in today’s workplace. A majority of our office-based employees will be able to work remotely for up to two days each week. Additionally, employees who are subject to this hybrid model will be eligible to work from anywhere for up to six weeks in a rolling 12-month period (in maximum two-week increments and according to benefits and tax guidelines). Some jobs may be required to be performed fully in office depending on the role’s responsibilities and requirements.

Kraft Heinz is an Equal Opportunity Employer - Underrepresented Ethnic Minority Groups/Women/Veterans/Individuals with Disabilities/Sexual Orientation/Gender Identity and other protected classes. In order to ensure reasonable accommodation for protected individuals, applicants that require accommodation in the job application process may contact for assistance.